helping you master customer insight leadership

Analytics are the new Weapons Guidance Systems (part 2)

Analytics as a weapons guidance systems? This could only be the second post in two-part series by our guest blogger Peter Lavers. You may recall that, in his first post, Peter made the case for data being the new marketing battleground. He argued that Marketing and CRM are in exciting times because is it now economically viable to unlock the incredible value of data. Value that’s often hidden in inaccessible.. Read More

Make it personal, Make it last (Part 2 of 2)

Continuing from last week, it’s back to guest blogger Gerry Brown to conclude his series on how to make it personal; for your customers. Over to our Canadian ‘Customer Lifeguard‘ to rescue us from bad customer experience once more… So, how do we reconcile my advice in concluding ‘Part 1‘ with the understandable concerns about communication overload, security, personal data exploitation, identity theft and other real and immediate risks that we run if.. Read More

Make it personal, Make it last (Part 1 of 2)

Our Canadian guest blogger Gerry Brown returns to CIL, with a series of 2 posts on using analytics for personalisation. How to make it personal. Why does personalisation matter? What’s the value of that ‘personal touch’? How can you do it well? Over to Gerry… A perfect match that develops lasting, profitable relationships Early in the 20th century, two men, oceans apart in geography, but united in spirit and aspiration, dared.. Read More

For Valentine’s Day, think about relationships

So, the romance day of the year is nearly upon us. Valentine’s Day is surely a time when people think about their relationships. Beyond their significant other, though, I wonder if many business leaders spare a thought for their work-related relationships? I ask because of seeing so many companies, over so many years, take a simplistic & at times patronising approach to ‘building relationships‘ with both their customers & their employees… Read More

Hunting for new B2B customers, do you know your sources?

How is your hunting going? In the fourth of his series of guest blog posts for us, Peter Lavers explores the importance of this acquisition skill and being insight-led when you hunt. This series of blogs explores how different aspects of Insight can be used to drive B2B Customer Management. Knowledge is the starting point for our Customer Attuned Assessment (CAA®) methodology, which is about building better relationships based on trust;.. Read More

Is your B2B Branding & Proposition insight led?

Continuing our series of guest blog posts from Customer Management expert, Peter Lavers. This series of blogs explores how different aspects of Insight can be used to drive B2B Customer Management. In post number 3 we consider the importance of customer insight to B2B branding & proposition development. Knowledge is the starting point for our Customer Attuned Assessment (CAA®) methodology, which is about building better relationships based on trust; working.. Read More